Category Archives: Practice Management

Charging for Additional Services for Tax Resolution

Hey, it’s Michael Rozbruch here, founder of Roz Strategies, and what do you do after you’ve been retained and you discover there’s additional work to be performed that you never included in your engagement letter?

We call this additional services or an additional service request.  You’re going to get clients, Tax Resolution clients who come to you who you’re gonna be able to sell the entire case at one meeting or in phone call.  In other words, you’re gonna sell all these phases at the same time, which is investigation, compliance work and the permanent resolution.  But let’s say you get a client who comes in.  They say that have two years of unfiled returns.  You’ve taken them through a mini 433-A, and you’ve determined they’re great Offer and Compromise candidates.  So, you get retained.  You do your Engagement Letter.  You’re retained for two years.  You’re retained for the Investigation, two years of tax prep and an Offer and Compromise.  And you’re working the case.  You’re getting the transcripts, and after you analyze the transcripts, you determine, hey wait and second here, there’s five years of unfiled returns.  There’s an extra three years of unfiled returns that you haven’t been contracted for, that you haven’t been paid for.  Well that’s an additional service that needs to be paid.  You need to go back to the taxpayer and let them know that these three years need to be filed.

Now, the way to do this correctly is to include in your Engagement Letters a paragraph that says your flat fee, your fixed fee is predicated upon the representations that the taxpayer told you at the time.  And if additional services are required to permanently resolve your taxpayer’s problem, that additional fees will be requested at that time.  And I did this for 16 years and that additional service piece represented millions of dollars in extra income.  So, don’t be bashful.  Don’t be shy to go back to your client to request payment for additional services you haven’t been contracted for.  If you don’t know how to approach the client when it comes to requesting additional services, all you need to do is say, hey, let’s say the client’s name is Joe.  “Joe, we were contracted to do two years of tax prep for 2014 and 2015 and do your Offer and Compromise.  After we got your tax transcripts and records of account from the IRS, it’s apparent that there are another three years that haven’t been filed, so we need to get those returns filed because we can’t do the Offer and Compromise until you’re in full legal filing compliance, and those three years are gonna be X-amount of money.  And what we’ll do is we’ll include that in the future recurring payments.”  So, we’ll spread that over the six payments that they’re paying you or the four payments or the eight payments. So, it’s not a big deal for your taxpayer, and you’ve just gotten additional services and you’ve gotten paid for the extra work you’re going to do.  So, that’s how you request additional services.  Again, don’t be bashful.  Don’t be shy.  Make sure your retainer agreement has a paragraph permitting you to go back for additional services if it’s required.  You don’t wanna be caught with scope creep because you’ve boxed yourself in on a flat fee.  Flat fees are great.  That’s what you need to do, but you need to cover yourself with a paragraph in your retainer agreement that lets you go back and get additional, to get paid for additional services.

Every IRS Collection Case Has 3 Work Phases

Every IRS Collection Case Has 3 Work Phases:

First Phase: Transcript Investigation & Analysis
Second Phase: Compliance
Third Phase: Resolution Phase

I teach that you charge separately for each phase based on the complexity of the case, the amount of tax debt involved and the value you bring to the table.

In today’s video I want to share a call I had with one of my coaching members on our monthly group Q&A call. This person is brand new to tax resolution and happened to have a client walk into her office who owes 3 million dollars to the IRS. She was asking me for help because she’s trying to interpret the transcripts; plus, she’s talking to the revenue officer; and she’s trying to get all these levies released. I started asking questions about the case, but my first question to her was,

“Well, what have you been retained to do, and how much have you gotten paid to date and what are the total fees for this case?”

Watch today’s video where I share what I told my member what she should charge for each phase of this three-million-dollar case and why she should charge those fees.

It doesn’t matter whether your client owes $25,000 or $3,000,000, the same applies and this is great information to know.

So, that’s the tip of the day, and we’ll see you in the next video!

Biggest Business Challenge

Do you know what the biggest business challenge is?

The biggest business challenge today is overwhelm. And you know what happens when there’s too much overwhelm? You start making bad decisions. And you know what happens when you start making bad decisions? It affects your confidence.

One of the biggest breakthroughs that I saw practitioners make in 2018 is to regain their confidence. And how did they regain their confidence? Well, in the tax resolution industry those folks took in as many cases as their marketing was bringing them and they figured out how to do the work.

Watch this week’s video where I share some great tips for you to feel more confident in working within the IRS Representation industry.

Do You Know What You’re Worth?

Have you ever sold yourself short when you have client consultations?
Do you know what you’re worth to your clients?

For example, some of you have shared with me that you feel guilty to charge $3,500-$4,000 to set-up a simple installment agreement because in your mind you’re thinking, “Wow, this is simple.  It’s only going to take me a couple of hours to do.  How can I charge $3,500-$4,000 to set up a properly structured installment agreement?”

And that’s the key—it’s not the amount of time you spend doing the work—it’s the value you provide to the client.

Watch this week’s video where I share 3 important facts so you’ll never feel guilty again setting up a simple installment agreement and collect the fees you deserve!

Let me know if this video was helpful?

Who’s Running Your Practice?

When you started your practice,
you had a dream of what it was going to be…

…to make money, be looked up to in the community by your friends, your colleagues, your associates, your clients. You wanted to make an impact and difference in people’s lives.

You might find that you are now stuck in the mundane daily tasks of doing this or that, and that your vision got sidetracked.

I want to remind you—YOU are the owner of your firm, not your employees. YOU are the KING or QUEEN of your business. So, how do you reclaim command of your team and clients that try to “manage” you?

Watch today’s video where I share how to take back your power and be the ALPHA Dog in your business!

Marketing: New Emerging Industries for Tax Resolution

When it comes to marketing, I always say, “One is a lonely number, and you need more than one marketing strategy to attract prospects.” Let me take that one step further and say that you also need different groups of people or industries to market to. Continue reading